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The truth will set you free: the perception of South African financial advisors regarding clients' truthfulness when sharing information

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  • Liezel Alsemgeest

    (University of the Free State)

Abstract

There is a need for better financial advice. Financial advisors are not able to give accurate financial advice if clients are not completely truthful. This paper aims to analyse the perceptions of financial advisors regarding client truthfulness when disclosing sensitive financial information. Providing sensitive information, for example income, expenses, level of debt, and medical information, could create feelings of discomfort or embarrassment for both the financial advisor and client. A total of 364 useable questionnaires were returned via an online link sent through a community network email to all members of the industry standard-setting organisation in South Africa. Financial advisors perceive their clients to be more untruthful about sensitive topics such as debt, expenses, and knowledge about their finances. Debt, medical history, and their knowledge about their finances were found to be indicators of embarrassment. The financial advisors indicated their optimism regarding clients' untruthfulness, which is that they need time to build the trust relationship and will subsequently open up. This specific result suggests that the advisors are open to building long-term relationships with clients that can last several years.

Suggested Citation

  • Liezel Alsemgeest, 2022. "The truth will set you free: the perception of South African financial advisors regarding clients' truthfulness when sharing information," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 27(3), pages 221-231, September.
    • Handle: RePEc:pal:jofsma:v:27:y:2022:i:3:d:10.1057_s41264-021-00115-y
    DOI: 10.1057/s41264-021-00115-y
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    References listed on IDEAS

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